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Take one look at the news or look on social media and it feels like we are less and less connected these days with widespread polarization happening. It seems to only take a short time for tensions to rise, for people to not see eye to eye, and for conversations to break down. While I imagine that there are many factors that have contributed to this disconnection and discord, I believe there is state of being we seem to have forgotten that is a valuable way to help us minimize or prevent these collapses and encourage stress-free interactions: curiosity.

Over the years in working with sales audiences, we have helped thousands of sales reps and account managers with their challenging negotiations and have seen many results. Here are four mistakes we have experienced in sales negotiations and advice on how to avoid them.

Participants in our negotiation programs consistently rate their internal negotiations more challenging than external negotiations. To improve how to achieve internal alignment and agreement, it takes three strategic components.